1. Five Insider Tips
From and For
Procurement Professionals
Dr. Augustine Fou
Hollis Thomases
November 8, 2012.

2. 1. Triple Bid Everything
“While this may seem obvious, getting
multiple bids and proposals for every
project gets you more than just better
prices; it can give you new ideas, additional
questions you didn’t think to ask, better
ways of measuring performance, etc.”
- Procurement Manager 1
November 8, 2012 2

3. 2. “Prove It” to Me
“If they say they do great SEO (search
engine optimization), make them prove it by
showing you the keywords that they actually
rank for or that they have helped clients
rank for.”
- Sourcing Executive, CPG
November 8, 2012 3

4. 3. You Get What You Pay For
“Paying the lowest price may not always be
the best idea, especially when it comes to
strategy. I would say, pay more upfront to
get the strategy and plan correct, then get
the best price for the production work that
comes after.”
- Procurement Manager 1
November 8, 2012 4

5. 4. Measure What Matters
“Our CFO is not going to be happy when
you tell him about how people felt about
your brand; you need to show what actions
the customers took and if those actions
translated into sales. Everything else is
frivolous.”
- Strategic Sourcing
November 8, 2012 5

6. 5. Test-and-Learn Before Y/E
“Sometimes we have funds left over.
Instead of wasting it on buying more
impressions or giving it back, we can set
up a few small pilot programs for test-and-
learn. Based on actual metrics, we can hit
the ground running in Q1 by simply
scaling up the one that worked best.
- CMO
November 8, 2012 6

7. Digitally Mature Companies
Significantly Outperform Everyone Else
“A new report released by Capgemeni Consulting based
on years of joint research with the MIT Center for
Digital Business found that digitally mature companies
are, on average, 26 percent more profitable, have a 12
percent higher market capitalization, and get 9 percent
more revenue from current assets . The advantage is
there in every industry.” BusinessInsider, Nov 5, 2012
Report Source: Capgemeni Consulting, Nov 2012
-7- Augustine Fou

8. Digital Maturity by Industry
High technology
Banking
Insurance
Travel/Hospitality
Telecom
Retail
Consumer Goods
Utilities
Manufacturing
Pharmaceuticals
Source: Capgemeni Consulting, Nov 2012
-8- Augustine Fou

9. Smart advertisers have
already shifted dollars
digital
-9- Augustine Fou

10. Dr. Augustine Fou – Chief Digital Strategist
“I help clients leverage digital
tools and techniques to create
sustainable competitive
advantage.”
FORMER CHIEF DIGITAL OFFICER, HCG (OMNICOM)
MCKINSEY CONSULTANT
CLIENT SIDE / AGENCY SIDE EXPERIENCE
PROFESSOR AND COLUMNIST
ENTREPRENEUR / SMALL BUSINESS OWNER
PHD MATERIALS SCIENCE (MIT '95) AT AGE 23
ClickZ Articles: http://www.clickz.com/author/1151/augustine-fou
Slideshares: http://www.slideshare.net/augustinefou
LinkedIn: http://www.linkedin.com/in/augustinefou
November 8, 2012 10
acfou@mktsci.com

11. Hollis Thomases – Digital Advocate
In 1998, Hollis Thomases founded Maryland-based
Web Ad.vantage, providing strategic digital marketing
and advertising solutions. An award-winning
entrepreneur, Hollis authored the book, “Twitter
Marketing: An Hour a Day,” published in January 2010
by John Wiley & Sons, and is a columnist with Inc.com,
Social Media Marketing Magazine, and ClickZ. Hollis
also frequently speaks at industry conferences and
association events.
Hollis has delivered cost-effective actions and insights
for an extensive list of clients including Endo
Pharmaceuticals, SANYO Biomedical, DAP Products,
Inc., UNICEF Canada, and Visit Baltimore.
Hollis Thomases graduated from Cornell University
with a BA in Social Relations. You can find her in the
Twittersphere @hollisthomases, on LinkedIn, by email
or by old-fashioned phone: +011-410-942-0488.
November 8, 2012 11